Channel Account Manager, North Asia
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Posted on:
30+ days ago
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1 Vacancy
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Job Summary
About Delinea:
Delinea is a pioneer in securing human and machine identities through intelligent centralized authorization empowering organizations to seamlessly govern their interactions across the modern enterprise. Leveraging AI-powered intelligence Delineas leading cloud-native Identity Security Platform applies context throughout the entire identity lifecycle across cloud and traditional infrastructure data SaaS applications and AI. It is the only platform that enables you to discover all identities including workforce IT administrator developers and machines assign appropriate access levels detect irregularities and respond to threats in real-time. With deployment in weeks not months 90% fewer resources to manage than the nearest competitor and a 99.995% uptime Delinea delivers robust security and operational efficiency without compromise. Learn more about Delinea on LinkedIn X and YouTube.
Join our passionate global team at Delinea and help us make the world a safer and more secure place. Our success is driven by world-class product leadership outstanding engineers and strategic investment from TPG. We value diversity innovation and a culture of respect and fairness. If youre ready to push boundaries and challenge the status quo in security we want to hear from you.
Apply today to help us achieve our mission.
Channel Account Manager North Asia
(Hong Kong Taiwan Japan Korea)
Position Summary
As a Channel Account Manager you will be a front-line channel sales manager within the Delinea Global Channels & Alliances team. Reporting to the APAC Channel Director this role is responsible for driving partner-led and partner-influenced revenue across North Asia by working directly with channel partners to source progress and close sales opportunities.
This role goes beyond relationship management. You will operate as a co-selling partner to Field Sales owning partner pipeline deal execution and quota attainment while ensuring partners are enabled engaged and accountable for results.
This position will be Singapore based.
What Youll Do
Channel Sales Execution & Revenue Ownership
Own and deliver an assigned channel revenue quota including partner-sourced and partner-influenced pipeline bookings and forecast accuracy.
Work directly with partners to identify qualify and progress opportunities from early-stage pipeline through deal closure.
Drive joint sales execution including opportunity qualification deal strategy account planning and close plans in collaboration with Field Sales.
Actively participate in partner-led sales calls customer meetings and deal reviews including face-to-face engagements with partners and end customers.
Manage and maintain a healthy predictable partner pipeline ensuring strong deal hygiene timely updates and accurate forecasting.
Partner Management & Enablement (Sales-Driven)
Develop and nurture strategic revenue-focused relationships with resellers distributors Systems Integrators (SIs) and OEM partners.
Establish and execute joint business and account plans with partners that clearly define revenue targets priority accounts and sales plays.
Promote Delinea solutions as a core part of the partners go-to-market and services portfolio enabling partners to confidently sell to end customers.
Identify capability gaps and drive targeted enablement tied directly to active deals and priority sales motions.
Provide clear business rationale and ROI justification for investments in partners (enablement MDF executive engagement).
Ecosystem Growth & Coverage
Recruit onboard and activate new revenue-capable partners aligned to regional and segment growth priorities.
Work closely with distributors to drive partner productivity deal velocity and pipeline conversion.
Align partner coverage to territories customer segments and vertical opportunities across North Asia.
Internal Alignment & Reporting
Serve as the primary channel interface to Field Sales ensuring clarity on roles deal ownership and rules of engagement.
Coordinate internal resources (Sales Engineering Marketing Product Leadership) to accelerate deal execution and close cycles.
Maintain accurate CRM data pipeline reports and partner performance metrics.
Provide regular updates on pipeline health forecast risk partner performance and deal blockers.
What Youll Bring
Sales & Channel Experience
8 years of experience in channel account management or indirect sales within the software industry ideally in cybersecurity.
Proven track record of achieving or exceeding channel revenue and pipeline targets.
Strong experience co-selling with direct sales teams and driving deals to closure through partners.
Demonstrated ability to build manage and forecast a partner pipeline with discipline and accuracy.
Commercial & Execution Skills
Strong sales acumen including opportunity qualification deal progression and closing complex B2B opportunities.
Ability to influence without authority and hold partners accountable for sales outcomes.
Excellent business judgment and prioritization skills in a fast-paced multi-country environment.
Comfortable engaging at both executive and field levels with partners and customers.
Communication & Collaboration
Clear confident communicator with strong presentation and negotiation skills.
Able to articulate complex technical and commercial concepts to partners and customers.
Highly collaborative with the ability to work cross-functionally while maintaining ownership and urgency.
Regional & Language Requirements
Strong understanding of the North Asia market dynamics partner ecosystems and buying behaviors.
Fluent in English and Chinese; fluency in Japanese and/or Korean is a strong plus.
Why work at Delinea
Were passionate problem-solvers helping the worlds largest organizations protect what matters most: their human and machine identities.
We invest in people who are smart self-motivated and collaborative.
What we offer in return is meaningful work a culture of innovation and great career progression.
At Delinea our core values are STRONG and guide our behaviors and success:
Spirited - We bring energy and passion to everything we do
Trust - We act with integrity and deliver on our commitments
Respect - We listen value different perspectives and work as one team
Ownership - We take initiative and follow through
Nimble - We adapt quickly in a fast-changing environment
Global - We embrace diverse people and ideas to drive better outcomes
We believe weaving these core values into our day-to-day actions and our process for hiring evaluating and promoting employees helps us cultivate a work environment that embraces collaboration and camaraderie.
We take care of our employees. We offer competitive salaries a meaningful bonus program and excellent benefits including healthcare insurance as well as pension/retirement matching comprehensive life insurance an employee assistance program time off plans and paid company holidays.
Delinea is an Equal Opportunity and Affirmative Action employer and prohibits discrimination and harassment of any type with regard to race color religion age sex national origin disability status genetics protected veteran status sexual orientation gender identity or expression or any other characteristic protected by federal state or local laws.
Upon conditional offer of employment candidates are required to complete comprehensive criminal background check verification of education and verification of employment per employment addition all publicly posted social media sites may be reviewed.
Required Experience:
Manager
Key Skills
About Company
Try Delinea's intelligent PAM, authorization, and identity security solutions to secure privileged access across your organization in real time.
